Expert Details

Expert in Specialty Chemicals Markets of Polymers, Resins, Plastics, Paint, Coatings, Adhesives and Composites

Expert ID: 727257 Delaware, USA

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Expert is a management consultant specializing in the specialty chemicals markets of polymers, resins, plastics, paints, coatings, adhesives and composites. Expert has a deep knowledge of the value chains in which these products are produced, sold and used. Commercially he can speak about overall industry structure, competitive dynamics, market conditions, pricing trends, cost trends, regulations and customer behavior. Expert is a chemical engineer and can also speak about the process technology for these materials as well as the performance attributes and how specialty chemicals are positioned from a cost/benefit perspective.

ExpertBrown has 30 years of industry experience, 22 years as a business manager with DuPont and Quaker Chemical, and 9 years as an independent consultant.


A major university in the Southeast US developed a new resin based upon castor oil and soybeans, all renewable resources. The university wished to create a start-up company to commercialize the technology but did not have the ability to assess the market opportunity nor determine its commercial value. As a result, StrategyMark was chosen by the university to work with the professors who developed the technology to analyze the commercial opportunity, develop business model options and to write a full business plan. Of particular interest to the client was determining the optimal business model - whether to sell resin or to sell paint made from the resin.
The project included:
• Consumer Research to determine consumer interest in paint made from renewable resins, validate the tradename and test the price point.
• Industrial Research and interviews with major resin producers to judge interest and to investigate the value of bio-renewable resin, either for merchant sale by the university and/or technology license to resin producers.
• Development of three alternative business models, including financial analysis for each, to assess the net present value of expected cash flow and determine the best model. From this analysis a valuation was developed for the business along with an exit strategy.
• Development of a detailed Business Plan which included sales, marketing, and operations.
The client implemented the recommendations and successfully entered the market as a paint producer. Ultimately, the client used the financial models from the project to attract private investors and exit the business.
A Fortune 50 chemical company developed a family of polyurethane dispersion resins and was preparing for commercial development of a business in the coatings and adhesives markets. Of particular interest was the market for coatings used to finish leather for automotive seating, fashion wear, purses and shoes. The market is well-established yet believed by the client to be attractive, and the client wished to validate their understanding of the opportunity and to develop a high-level assessment of the viability of entering this market.
The project with StrategyMark included:
• Industrial Market Research to determine the market size and growth rate, segmented by end-uses (automotive, fashion, shoes).
• Competitive intelligence of key competitors with estimates of their cost structure and profitability and overall competitive strategy including end-use and geographic focus, cost structure, profitability and product technology.
• Detailed technical interviews of potential customers to determine the strength/weakness of the existing suppliers, switching costs, role of specifications and likelihood to switch.
• Analysis to determine the best segments to target based upon opportunity size, ability to quickly penetrate and lowest competitive barriers
The client successfully entered the leather coatings market by avoiding the markets where entrenched competitors had an advantage and by creating new applications for the technology.
A major Fortune 100 chemical company developed a new nano-sized mineral smaller than the wavelength of visible light yet larger than the wavelength of UV light – a perfect material for screening the harmful effects of UV on materials of construction such as plastics and paints. The client needed to assess the commercial opportunity including market size, economics versus incumbent UV screeners, customer acceptance and to develop a high-level market entry strategy.
The project with StrategyMark included:
• Industrial Market Research to identify and profile the existing incumbent UV screeners including pricing, efficacy, market size, and key competitors.
• Value Chain Analysis to assess the value that incumbent screeners deliver throughout the value chain along with an estimate of the value created by the new nano-mineral screener.
• Detailed technical interviews of potential customers to determine the advantages/disadvantages of the new nano-mineral including switching costs, likelihood to switch, role of end-user specifications and general barriers to market entry.
• Analysis to determine the best segments to target based upon opportunity size, ability to quickly penetrate and market access.
The client was able to identify the end-uses with the highest probability of success as well as identify additional technical work needed to better understand their value proposition
A major chemical producer was negotiating the licensing of a novel conductive polymer technology that had shown potential as an anti-corrosion additive for paints and coatings. In order to complete the negotiations, the client needed a valuation of the technology based upon its potential to displace incumbent corrosion additives. The client engaged StrategyMark for a project to assist in the valuation.
The project included:
• Industrial market research to determine the market size and growth rate of incumbent corrosion additives, segmented by end-uses (industrial maintenance, automotive).
• Value chain analysis of the anti-corrosion paint and coating market to understand the value realized by paint formulators and end-users by both incumbent additives and the new conductive polymer.
• Competitive intelligence of key competitive producers of conductive polymers to assess their progress in entering the corrosion additive market with estimates of their cost structure, profitability and overall competitive strategy including end-use and geographic focus, and product technology.
• Detailed technical interviews of potential customers to determine the strengths/weaknesses of the existing suppliers, switching costs, role of specifications and likelihood to switch.
• Cash flow models of several market-entry scenarios used to calculate net present value and ultimately place value on the technology license.
The client ultimately negotiated a favorable license agreement and entered the market within six months.

Expert may consult nationally and internationally, and is also local to the following cities: Philadelphia, Pennsylvania - Allentown, Pennsylvania - Reading, Pennsylvania - Bethlehem, Pennsylvania - Elizabeth, New Jersey - Trenton, New Jersey - Camden, New Jersey - Wilmington, Delaware - Baltimore, Maryland - Alexandria, Virginia

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Education

Year Degree Subject Institution
Year: 1980 Degree: BS Subject: Chemical Engineering Institution: Kansas State University

Work History

Years Employer Title Department Responsibilities
Years: 2004 to Present Employer: Undisclosed Title: President Department: Responsibilities: ExpertBrown is the Founder and President of StrategyMark
Years: 2006 to 2008 Employer: Quaker Chemical Title: Global Director - Coatings Department: Coatings Responsibilities: ExpertBrown was responsible for starting up a new business platform focused on UV-curable coatings used to coat metal and concrete
Years: 1999 to 2006 Employer: ChemQuest Group Title: Vice President Department: Responsibilities: ExpertBrown was a partner responsible for managing the coatings practice including client relationships as well as project management.
Years: 1981 to 1999 Employer: DuPont Title: Industrial Coatings Marketing Manager Department: Responsibilities: ExpertBrown was in progressive positions in the Engineered Polymers, Automotive Coatings and Industrial Coatings businesses eventually managing the profit/loss for the Industrial Coatings business.
Years: 1980 to 1981 Employer: PPG Title: Process Engineer Department: Responsibilities: ExpertBrown worked as a process engineer supporting operations at the Beaumont and Lake Charles plants.
Years: 1978 to 1979 Employer: Sun Oil Title: Summer Intern Department: Responsibilities: ExpertBrown was a summer intern process engineer for two summers supporting refinery operations.

International Experience

Years Country / Region Summary
Years: 2005 to 2006 Country / Region: Germany Summary: ExpertBrown conducted a major global study of the powder coatings market for a major producer located in Cologne
Years: 2004 to 2006 Country / Region: Netherlands Summary: ExpertBrown provided consulting work for Quaker Chemical in the Netherlands, eventually becoming an employee of the company and managing a small team located outside Amsterdam
Years: 2004 to Present Country / Region: Australia Summary: ExpertBrown and StrategyMark collaborate with a consulting firm located in Perth requiring frequent communications and travel
Years: 2004 to 2006 Country / Region: UK Summary: ExpertBrown provided consulting work for Quaker Chemical in the Netherlands, eventually becoming and employee of the company and managing a small team located outside Amsterdam
Years: 1988 to 1988 Country / Region: Brazil Summary: ExpertBrown conducted a market development training program lasting one week for a team located in Sao Paulo

Additional Experience

Expert Witness Experience
Expert has provided consulting and advisory services for the plaintiff in a major anti-trust case in the specialty chemicals industry
Training / Seminars
ExpertBrown developed a training course on Paint and Coatings Industry for executives attending the Executive Training program at University of Southern Mississippi.

ExpertBrown has also developed a custom training program on industrial value chain analysis.
Marketing Experience
ExpertBrown is an expert on the specialty chemicals industry and is a regular contributor to trade journals and the media. His expertise covers the entire value chain including market conditions, competitive dynamics, supply/demand balance, pricing and cost trends and regulatory action.

Fields of Expertise

acrylic paint, anti-corrosive coating material, automobile undercoating, automotive coating material, automotive paint, chemical-resistant coating material, clear coating material, coating crosslinking, coating selection, coating system, coating technology, commercial coating, commercial paint, corrosion-resistant aluminum coating, electrochemical coating material, electrocoating, electrostatic paint, emulsion coating material, epoxy coating material, epoxy resin diluent, exterior coating, exterior paint, extruded plastic, high-performance paint, high-performance protective coating, latex paint, liquid coating material, metal coating material, paint formulation, paint industry, paint mixing, paint raw material, paint specification, paint stability, paint technology, plastic material property, plastic specification, plastics business development, plastics competitive intelligence, plastics research and development, polymer adhesive, polymer coating material, polymer marketing, powder paint, protective coating material, solvent soluble acrylic resin, synthetic resin, synthetic resin application, synthetic resin product development, coating industry, coating manufacturing, polyester, plastic product development, optical plastic transparent hard coating, painting system, zinc-rich coating, thixotropic paint, sacrificial pigment, industrial maintenance painting, industrial finishing, paint vehicle, barrier coat, accelerated weathering, heat stabilizer, architectural coating material, paint primer, laminated plastic, containment coating material, epoxy acrylic coating, coil coated steel, paint selection, amorphous plastic, prepainted steel, ethylene resin, acrylate coating material, urethane paint, injection molded plastic, plastic stability, high index plastic, paint additive, plastic stress testing, plastic coloring process, metallic pigment, concrete coating material, paint aging, fiber-reinforced plastic bar, low volatile organic compound coating material, conductive coating, engineering plastic formulation, particulate-filled plastic, plastic surface treatment, pigmentation, plastic painting, molten plastic, epoxy resin thermal property, coating material specification, coating machinery, chemical industry market research, dry powder coating process, plastic chemical property, inorganic zinc-rich coating material fabrication, paint chemistry, plastic stress corrosion, coating-drying oven, paint-drying oven, coating formulation, coating drying, plastic product behavior, plastic adhesion, fire-retardant paint, coating property, flame-spray coating process, high-temperature coating material, epoxy-coated rebar corrosion, electrostatic painting, fire-resistant coating material, acrylic compound, corrosion resistance, bisphenol A polycarbonate, acetal homopolymer, nylon, acrylic resin, spray painting, silicone resin, corrosion control, resin transfer molding, polypropylene, polymer selection, plastic injection molding, paint light stabilization, isocyanate resin, hydrophilic polymer, epoxy resin, enamel, color science, alkyd resin

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